The concept of clarity presented by Pink is essential in the sales process. Pink defines this concept as “the capacity to help others see their situations in fresh and more revealing ways, and to identify problems they didn’t realize they had”. This labels salespeople as problem solvers that can help guide prospective customers in the digital age to the correct solution for them especially if they are confused or clueless. When thinking about the sales process, it is a creative discovery journey for both parties that balance needs with pain. Sales has evolved from accessing information to curating information that is relevant to the customer while asking the right questions that uncover possibilities rather than just answering questions. As listeners for the customers, salespeople are able to explore their pain and dig deeper to get to the real why. This process should be executed through questions, follow up questions, and leading words. Throughout this, comparisons can bring clarity to help each party conceptualize more effectively. Then once the clarity is established, it is important to also establish follow-through actions through recommendations that resonate with the prospect. This creates a more likely environment for the prospect to turn into a customer that generates a sale because the potential fuzziness has been taken care of and there is a mutual benefit involved. Some tips on the subject of clarity include: asking 2 irrational questions (“on a scale of 1 to 10” and “why didn’t you pick a lower number”), trying to jolt the unfamiliar (contrast or comparison), becoming a curator, learning how to ask better questions, and asking the 5 whys. These methods are practical ways to build a foundation of clarity in sales conversations and get to the root of the problem in the perspective of the customer. By being a good listener and reacting strategically to the other party, a sale just might close in light of mutual benefit.<\/p>\n","protected":false},"excerpt":{"rendered":"
The concept of clarity presented by Pink is essential in the sales process. Pink defines this concept as “the capacity to help others see their situations in fresh and more revealing ways, and to identify problems they didn’t realize they had”. This labels salespeople as problem solvers that can help guide prospective customers in the […]<\/p>\n","protected":false},"author":3103,"featured_media":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[51,23,2],"tags":[],"class_list":["post-10269","post","type-post","status-publish","format-standard","hentry","category-perspectives-on-sales","category-sales-process","category-sales-tips"],"_links":{"self":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/10269","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/users\/3103"}],"replies":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/comments?post=10269"}],"version-history":[{"count":1,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/10269\/revisions"}],"predecessor-version":[{"id":10270,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/10269\/revisions\/10270"}],"wp:attachment":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/media?parent=10269"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/categories?post=10269"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/tags?post=10269"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}